Better Agreements

The author helps leaders negotiate better agreements. This involve treating negotiation as an organizational capability, so that decisions about negotiations are not left largely to the last minute, or to individual intuitions. Leaders must do five things to enable better decision-making in negotiations: 1. Recognize that negotiation is not just an individual skill, but an organizational capability. 2. Specify the criteria that define a successful negotiation. 3. Embrace negotiation as a core capability. 4. Create opportunities -- through coaching, training, and leadership development experiences -- for your people to confront their own emotional barriers to conflict. 5. Recognize that negotiations are a potent source of feedback regarding strategy.